ProServe Lead, BCG, ProServe Partner Organization

DESCRIPTION

AWS Global Services includes experts from across AWS who help our customers design, build, operate, and secure their cloud environments. Customers innovate with AWS Professional Services, upskill with AWS Training and Certification, optimize with AWS Support and Managed Services, and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners, AWS Sovereign Cloud, AWS International Product, and the Generative AI Innovation Center. You’ll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud.
Would you like to be part of a team that is redefining the Cloud industry by building and coordinating the Amazon partnering strategy with the Business Consulting and Advisory Partners (BCAP)? These include partners such as McKinsey & Company, Boston Consulting Group, and Bain & Company to name a few. Amazon Web Services is leading the next paradigm shift in artificial intelligence and BCAPs will play a critical role in AWS’s future growth. We are looking for world-class candidates to strategize, manage and scale ProServe within our Business Consulting and Advisory (BCAP) partners. Do you have the business savvy and consulting experience necessary to position Client business outcomes enabled by Amazon and the AWS platform? You will work directly with BCAP partners to drive exponential growth by linking Business Consulting with Technology Implementation on the AWS platform.
As a ProServe BCAP Partner Leader within Professional Services, you will collaborate with cross functional teams to develop and execute a strategic BCAP partner plan; inclusive of deal origination, and coordination of strategic pursuits. You will be responsible for driving ProServe partner sales revenue in the BCAP alliance (by territory) through demand generation, pipeline origination, co-selling with partners, regular pipeline management, opportunity registration, and business reviews.
You will originate and lead several strategic pursuits simultaneously, interfacing with BCAP alliance peers. You will serve as the ProServe BCAP partner subject matter expert for your territory, supporting ProServe directly in your pursuits and as needed by adjacent BCAP alliance peers.

Key job responsibilities
• Work with your BCAP AWS Alliance team and Partner to define, execute and report on joint sales attainment and go to market programs that drive incremental Annual Recurring Revenue (ARR) and ProServe. ASP and ProServe operate together.
• Serve as a key member of the specific BCAP Alliance team, help define and deliver the joint strategy and supporting collateral.
• Develop a deep understanding of the BCAP partner capabilities, culture, and ways of working that enable origination of incremental strategic pursuits and associated ARR and ProServe. Earn trust and develop a relationship set.
• Drive origination, initiated primarily by the BCAP. This is inclusive of, but not limited to:
o Shape initial Client value hypothesis and journey with BCAP peer.
o Prepare and create value equation for both account teams with BCAP peer.
o Facilitate initial account team session(s) with BCAP peer.
o Facilitate workshop(s) that build depth of proposition with BCAP peer.
o Describe, position and initiate available funding aligned to Client journey.
o Ensure joint scope and Proposal formulation.
o Commercial support of initial booking.
• Align key territory ProServe leaders required to execute BCAP Alliance team strategy.
• Position AWS for internal use by the BCAP partner organization.
• Ensure that AWS is the BCAP partner’s preferred cloud computing platform across all key pursuits and alliance initiatives.
• Understand, use, and advocate for the use of salesforce.com and other internal Amazon systems.
• Prepare and give business reviews to the senior executive management team.
• Participate in complex contract negotiations and serve as a liaison to operational and legal teams.

A day in the life
As a ProServe BCAP Partner Leader you will establish and grow business and technical relationships and manage the day-to-day interactions associated with your strategic BCAP pursuits. You will be responsible for driving top line revenue growth, a tighter BCAP plus ProServe relationship, major strategic agreements, and overall end customer outcomes. The ideal candidate will possess a business background that enables them to engage at the BCAP Sr. Partner and CXO level. This includes the channel experience to understand the needs and capabilities of their partner, and the sales background to easily interact with Clients and sales/field reps. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

About the team
The Business Consulting and Advisory ProServe Partner Team is redefining the Cloud industry by building and coordinating the Amazon partnering strategy with the Business Consulting and Advisory Partners beyond IT.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

BASIC QUALIFICATIONS

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experienced in developing and executing governance models involving multiple stakeholders (internal and external), and in collaborating or working with Business Consulting & Advisory Partners (BCAP)
- Customer-facing experience in consulting, and a proven track record of managing complex, large-scale projects